Area Head - Retail Gold Loan - Dibrugarh

Role overview

This position is responsible for leading the gold loan business across the assigned area and translating strategy into on-ground execution. The job centers on accelerating growth, safeguarding portfolio health, improving profitability, and maintaining strong operational control while ensuring that branch teams deliver against business, compliance, and customer experience goals.

Business and organizational context

The role sits within the Financial Services business of Aditya Birla Capital Limited. The company is an RBI-registered, systematically important non-deposit taking NBFC with a pan-India lending presence and a diversified lending portfolio spanning retail, SME, corporate, and other secured and unsecured products. The organization is also rated AAA by India Ratings, ICRA, and CARE.

Job scope and dimensions

The gold loan business is a developing line of business, so the incumbent must establish working relationships with multiple enabling functions and regional stakeholders. The role involves managing multiple branch heads and distributed branch teams, creating area-level business plans, defining manpower structures and productivity benchmarks, and ensuring regulatory compliance across the area. The incumbent is also expected to track market movements and portfolio trends closely.

Key challenges

• Expanding AUM quickly while staying within LTV norms, controlling NPAs, and protecting collateral cover in a volatile gold price environment.
• Maintaining complete adherence to RBO guidelines across a broad branch network without slowing business momentum.
• Reducing the risk of fraud, jewelry substitution, internal collusion, and security lapses as operations scale.
• Turning around weaker branches and keeping fixed costs efficient in a high-volume, low-ticket business model.
• Protecting the branch image by ensuring the customer journey remains transparent, quick, and respectful for customers dealing with a sensitive asset.

Core responsibilities

• Convert regional gold loan strategy into an actionable area plan and drive execution across branches.
• Lead growth, disbursement, and active customer expansion while balancing business quality and risk controls.
• Manage area-level profitability, P&L performance, operating leverage, and branch-level financial outcomes.
• Monitor portfolio quality, delinquency trends, auction losses, and recovery performance.
• Ensure compliance with RBI requirements, internal audits, policy rules, documentation standards, and gold purity testing procedures.
• Oversee branch productivity, identify underperforming locations, and improve branch economics and break-even timelines.
• Guide and coach branch managers and front-line teams to improve sales effectiveness, conversion, and customer acquisition.
• Collaborate with internal teams such as IT, marketing, risk, compliance, audit, and HR, as well as external stakeholders including customers, channel partners, investment banks, and vendors.

Performance measures

• AUM growth year over year and quarter over quarter.
• Disbursement value versus plan.
• Growth in active customer base and market share in key geographies.
• Average ticket size and mix of new versus renewal loans.
• Net interest margin, portfolio yield, cost-to-income ratio, operating profit, and ROA/ROE.
• GNPA/NNPA, SMA levels, LTV adherence, auction loss, fraud incidence, and delinquency recovery rate.
• New branch openings versus plan, branch break-even time, AUM per branch, and disbursement productivity per branch and per RM.
• Sales productivity, customer acquisition cost, lead-to-disbursement conversion, repeat business, and cross-sell/upsell ratios.
• Audit observations, policy deviations, documentation accuracy, and zero-tolerance breach incidents.
• Staff attrition, vacancy turnaround time, successor readiness, training coverage, and productivity improvement after training.

Reporting and team structure

The role is expected to oversee branch-level leadership and, where required, support operational roles such as gold valuation managers, gold loan officers, and customer service executives. The job also includes responsibility for building capability across direct and indirect reports in the area.

Stakeholder interactions

Frequent internal coordination is expected with IT for platform updates and training support, marketing for campaigns and lead generation, and risk, policy, audit, compliance, and HR teams for business and people-related requirements. External interaction includes customers for feedback and escalations, as well as channel partners, investment banks, and vendors for market inputs, product ideas, negotiations, and support arrangements.

Additional information

Business: Financial Services
Unit: Aditya Birla Capital Limited
Location: Across branches in India